o Owns the wine performance for respective markets, and manage appropriately
By market, by channel depletion performance
Monthly projections & forecasting
Driving Innovation Brands
Regular meetings with RSD’s to review performance
o Inventory Management
Insure that adequate inventory is in place in market to drive and execute programs, through regular discussions with applicable channel teams
Insure that projected gains and losses are communicated and properly planned against
Allocation breakout and management for market, as necessary
Manage inventory for market through TSO
o Time in Market
Minimum of 3 days in market - Work withs, surveys, trainings, events, etc. Priority is to schedule time working with sales reps.
• Planning, Organizing, Implementing, Following Up
o Wine Maker visits in market
Plan according to visit goal/purpose. Organize schedule to maximize results versus goal/purpose. Implement the visit in professional manner with appropriate materials as applicable. Recap visit versus goal/purpose.
o Local market wine event involvement as applicable. For example, Kroger Wine Buyer tasting, HEB Wine Steward tastings, etc.
o Meetings – GSM, Division, Team
Plan meetings in priority with KPI’s, focus brands, or local priorities. Organize all necessary support materials, which could include - sales packets/kits, samples, tasting mats, and call to action. Implement meeting in professional manner. Follow up and recaps as applicable.
o Working with sales reps
Have a plan or goal established for the work with. Organize and insure that collateral material and samples are available and used. Implement the day to train sales reps on selling by using the “Tell, Show, Do, Review” method. Evaluate knowledge and capabilities of rep and discuss findings and recommended plan with DSM. DSM will activate the plan.
o Be the DMH wine portfolio expert and educator
o Educate and train the local sales teams and reps through meetings, and work withs.
o Verify that on line training modules from Diageo and MH are being used.
o Insure that all stake holders are properly communicated with in regards to the TX wine business, including, but not limited to:
DMH Director of Wine
Local Supplier team
o Necessary reporting, projects, etc done correctly and on time
o Price Increases
o Competitive Activity
• Bachelor’s degree or the equivalent thereof in related experience.
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